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CSO Chief Sales Officer Executive Search

Chief Sales Officer

Executive Search Chief Sales Officer / Executive Vice President
Client Global Media and Entertainment Conglomerate.
Based New York, NY - USA
Search Firm  Filcro Media Staffing.
Search Group(s)  Sales | Music
Officer in Charge  Tony Filson - Reference Searches
Reporting to  Chairman of the Board

Filcro Media Staffing CSO EVP Global Sales Executive Search Chief Sales Officer Filcro Media Staffing Tony FilsonClient Situation The executive search committee that retained Filcro Media Staffing consisted of representation from the below media constituencies.   The firm was engaged to identify a global CSO/EVP for B2B, B2C & C2C.

Executive Search Committee Media Industry Sector Inclusion

  • Television Broadcasting
  • Telecommunications
  • Motion Picture
  • Media Ratings Analysis
  • Music Publishing & Record Labels
  • Social Networking

The executive search committee (ESC) unanimously voted to retain Filcro Media Staffing (FMS).

Filcro Media Staffing is Retained

Filcro Media Staffing with Tony Filson as Officer in Charge of Search (OIC), met with the ESC and commenced by reestablishing consensus in areas critical to the search coming to fruition at the cadence proposed. Filcro Media Staffing’s experience recruiting  similar sales leadership, enabled the board to understand why and where FMS wanted to target universe compilation.

The diversity of the business, technical and creative constituencies on the executive search committee caused debate as to whom the ideal CSO would be.  After Filcro Media Staffing presented compensation, media platform variances and competitor's O&D structures from previous searches in NY, CA and IL, the ESC agreed on key criterion to be utilized for universe compilation, that they were not aware of previously.

Filcro Media Staffing was provided with a strategic overview of where the board would like to see the firm from a structural, market and revenue perspective within 1-3-5 year increments.  TV, OTT, Online, OEM and Mobile platforms were compartmented to assure that the budgets desired were realistic and related experience could be weighted once the final candidates were placed into tiers.

Some of the challenges facing the new CSO / Executive Vice President

  • Establishing offices in New York. Los Angeles, Chicago, Mexico, South America and Europe
  • Hiring sales staff and leadership for all offices
  • Creating a domestic and international sales operations infrastructure
  • Initiating domestic and global revenue share agreements
  • Setup digital ad network relationships
  • Streamline costs associated with business, technical and creative assets
  • Vendor Partnerships - Content Relationships
  • Establishing new relationships with music publishers, record labels and PRO’s.

Filcro Media Staffing’s Recruitment Solution

Filcro Media Staffing proceeded to Identify the "best in industry" CSO’s; EVP’s and SVP’s from appropriate media environments with a proven record of success in building solid infrastructure of companies with similar revenue generation goals in global digital and broadcast media markets.

As the board had setup 1-3 & 5 year revenue goals it was essential that the CSO had exhibited efficacy in multiple phases of revenue growth in the tens to hundreds of millions of dollars at a similar cadence with startups or acquired media assets rolling out with similar distribution across the same combined media platforms.

The board required an expeditious search to meet aggressive revenue projections to enable the acquisition of a competitor's creative assets, the following year.

Successful CSO / EVP Recruited

A CSO / EVP recruited by Filcro Media Staffing had media startup and global media conglomerate sales leadership experience across three media platforms, relevant to the bulk of the hiring company's revenue goals.  This executive had led and grown individual teams and media brands in the $20 to $600M USD ranges.  This was in excess of the budgets proposed.

From a cultural perspective the executive was well suited to work with the presidents of each operating group as peers in technology, business and creative environments.   Many knew who this executive was and welcomed revenue leadership form a CSO who had a solid reputation of increasing revenue well above the industry mean while building strong domestic and international sales teams.

The new CSO / EVP was quick to setup US and international sales operations as well as the vendor agreements desired by the board in line with their planned cadence.  The proposed acquisition of media assets was facilitated establishing even stronger ties with targeting music and music publishing partners.

Filcro Media Staffing’s OIC was complemented by the board and their investment bankers for identifying an executive who exceeded their expectations. 

Subsequently, Filcro Media Staffing was asked to staff New York, Los Angeles, Chicago and Miami as the CSO built out the front and back-office sales organizations.

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